How Financial Advisors Can Lead with Confidence in a Low-Confidence Market
- Charlie Van Derven
- Apr 9
- 2 min read
Investor confidence is low.That’s not exactly breaking news—especially if you’ve been in the industry long enough to remember 2002 or 2008. What is worth your attention is the opportunity that low confidence presents… if you’re running the right playbook.
For over a decade, markets have been relatively calm. But the recent volatility has triggered emotional responses from investors—and when emotions take over, they start questioning everything… except their advisor.
Wait—actually, they do question their advisor.
That’s where you come in.
Why This Is a Golden Opportunity for Financial Advisors
When investors feel uncertain, they’re not just evaluating market returns. They’re assessing leadership, communication, and whether they still feel safe with the person guiding their financial future.
If you’ve been showing up consistently—building a network, sharing valuable content, and positioning yourself as a steady hand—this is your time.
The 4-Step Business Development Cycle for Advisors
Let’s break it down. This is a simple (not always easy) framework that creates consistent growth in your practice:
Identify your ideal prospect.Get clear on who you want to serve and tailor your message to them.
Build a large, qualified network.LinkedIn is the most efficient tool for this. Targeted connections = targeted growth.
Show up with value—consistently.Social media content, email campaigns, and video all help reinforce your message. When people see you consistently, they start to trust you.
Host an event.This is where the conversion happens. A webinar gives you the platform to show leadership, answer pressing questions, and present your value in real time.
Why Webinars Work Right Now
Webinars create immediate engagement. You can invite your:
Email list
LinkedIn network
COIs and centers of influence
...and position yourself as the voice of clarity in a noisy market. Investors are hungry for answers—be the one to provide them.
Then, the magic is in the follow-up. The advisors who close business right now are those who call attendees, address concerns personally, and offer real solutions.
In times of fear and uncertainty, people look for leadership. As a financial advisor, that means it's your job to be visible, be confident, and offer direction.
Now is not the time to go quiet. Now is the time to show up.
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